Sales Manager

WILLIAM (BILL) ROSENTHAL

** **** **** ! Georgetown, MA 01833 ! 978-***-**** ! *************@*****.***

SOFTWARE SALES, BUSINESS DEVELOPMENT AND MARKETING PROFESSIONAL

Revenue generating, creative and solutions sales professional with a proven track record selling SaaS, mobile, cloud,

enterprise software and managed/professional services in multiple industries. Consistent top sales performer by

successful account acquisition and revenue growth in start-up companies as well as in established firms.

CORE COMPETENCIES:

Evangelism driving early adoption of emerging technologies Cross-functional team coordination internal/external

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Managing complex sales cycles to closure New account and partner acquisition

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Harvesting relationships for cross/up sell Selling to technical and line of business audiences

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Cost effective in leveraging resources Sales process model building and solution selling

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Knowledge in wide range of technologies Diverse in multiple business models

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Salesforce.com Administration Hybrid – Hunter, Harvester, Farmer

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EXPERIENCE:

Global Expansion Force, Georgetown, MA 2011 – present

A business development, sales and marketing firm that worked with local and international based software and digital

marketing companies having minimal or no US market presence or were launching new products within North

America. Clients mBLAST, Digital Bungalow, PLYMedia, and Dartfish.

Consultant/Principal

Worked with clients to create strategies and tactics to bring solutions to market, build pipeline and generate revenue.

Developed repeatable new business sales process for digital agency.

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Built a $3,200,000 pipeline and $125,000 in sales for domestic client.

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Grew executive and street level relationships with leading CMS providers Acquia and Magento.

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Recruited new partnership with Silverpop for digital marketing firm resulting in revenue and co-development.

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Created positioning, copy and value propositions and launched new SaaS solution for Israeli software company.

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Identified and opened new vertical markets to jump-start a global client’s organic growth strategy.

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RAMP, Woburn, MA 2010 – 2011

Sold the industry’s first SaaS and Big Data Platform for video offering a variety of hosted universal search, mobile

and content optimization solutions and services.

Individual Contributor/Sales and Business Development Director

Recruited to play a strategic and active role in the growth of new client acquisition and revenue recognition by

targeting Tier1 and 2 Media Companies, Publishers and new vertical markets in North America.

Generated $1,000,000 in new business.

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Established relationships with hundreds of executives in media, publishing and enterprise companies.

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Closed company’s first new business with Fortune 100 accounts, CitiGroup, and Pfizer.

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Opened new vertical of B2B publishers, Crain Communications, Northstar Travel Media.

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Sold to ABC News, Hearst, Comcast Sports, Canadian Broadcast Corp, Singtel and more.

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Exalead, Inc., Paris, France Acquired by Dassault Systems 2007 – 2010

Exalead provides a unified information access platform designed for Big Data environments, capable of gathering,

aligning and enriching mountains of data – whether internal or external, structured or unstructured, simple or

complex.

Individual Contributor/Director of Sales

Launched sales, business development and marketing activities to build a US presence for French search company.

Built company’s first US pipeline and generated first $1,000,000 in US revenue.

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Secured company’s first reference able US (Federal and Corporate) customers.

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Recruited company’s first US partners and system integrators.

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Number one producer 2008, 2009.

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William Rosenthal 2

Northern Light Group, Cambridge, MA 2003 – 2006

A provider of hosted custom market research, competitive intelligence portals and premium content solutions for large

enterprises and online publishers.

Individual Contributor/Director of Sales

Hired to re-launch privately funded company and identify products and markets to produce a repeatable sales model.

Identified product and market niches for three business models (SaaS, subscription and licensing).

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Recruited and reactivated 50 accounts.

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Sprint $415,000; Nokia, $430,000; Verizon, $300,000; EPA, $125,000.

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Recruited partners that resulted in new implementations with Kraft, Federal Express and Homeland Security.

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Increased company sales over 50% per year, 2004, 2005, 2006.

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Built a $3MM run rate in revenue and profitability in 3 years.

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Datum, Lexington, MA Acquired by Symmetricom 2002 - 2003

World leader in atomic clocks, network synchronization and timing solutions. The Trusted Time Division was the

leading provider of secure time management solutions that managed the integrity of time in digital business

processes.

Individual Contributor/Senior Business Development Manager

Hired to identify target markets and build a customer and partner base in North America.

Recruited the first ISV’s and partners to integrate company’s technology in the pharmaceutical and

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government space - NuGenesis, Applied BioSystems, Northrop Grumman.

Developed relationships and trained leading security vendors RSA, nCipher, Netcontinuum

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Initiated business development relationships with IBM, HP, and Hitachi Data Systems resulting in senior level

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executive analysis for acquisition and strategic investment.

Worked with major corporations in setting new enterprise security standards, Johnson & Johnson.

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Met annual objectives by 100%

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Xchange, Incorporated, Boston, MA Acquired by Amdocs 2000 - 2002

XChange provided award winning Customer Relationship Management (CRM) solutions and marketing automation

tools. It was the first to provide an eCRM software and services solution that enabled clients to customize offers

based on profile, synchronize offers across all customer channels in real-time and track success.

Alliance Sales Manager

Hired to recruit and manage the growth and success of financial service bureaus - Epsilon, Experian.

Consulted with established partners, at the executive level, to increase their revenue and market share.

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Developed and conducted training programs for alliance’s sales organizations to increase sell through.

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Successfully recruited new partner and generated a $2,000,000 pre-pay.

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Strategically created a contract amendment that generated $1,000,000 pre-pay.

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Achieved 150% of annual quota of $2,000,000.

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Progress Software Corporation, Bedford, MA 1997 - 2000

Progress is a worldwide provider of application development, deployment and management technology and services

focused on big data driven transaction-oriented applications available on premise or any cloud on any platform and

any device.

District Sales Manager

Sold to key accounts in an assigned territory including ISVs, VARS and the enterprise.

Successfully executed a solution-selling model in a team environment resulting in new product and services

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revenue growth with Staples, BankBoston, Iron Mountain, and CU York Insurance.

Consulted with senior level executives on business plans and new product adoption and roadmaps.

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Spearheaded sales strategy that generated over $1 million in professional services sales.

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Achieved 115% of quota FY 97, 154% of quota FY 98, 121% of quota FY 99

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Pro Club status, annual quota of 3.6 million.

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TRAINING

Solution Selling, Michael T. Bosworth; Effective Selling, Kappa Group; Power Base Selling, Holden Corp;

Professional Selling Skills, Account Management and Spin Selling, Learning International (Xerox)

EDUCATION: University of Massachusetts, Boston, MA B.S. in Marketing Management

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